Telco Edge Sales Specialist - EMEA

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We are looking for an experienced Telco Edge Sales Specialist to drive the growth of SUSE's Telco business across a defined set of customers and regions. As an overlay specialist, you will not own a specific territory as a traditional Account Executive. Instead, you will act as the sales leader and subject‑matter expert for the SUSE Telco proposition. You will partner closely with Account Executives, Solution Architects, Partners, and Marketing to identify, shape and close complex enterprise deals with Tier‑1 and Tier‑2 telecommunications providers.

By bringing deep Telco industry expertise and a strong command of SUSE's technology, you will help account teams understand the strategic priorities of Cloud Service Providers (CSPs), build executive relationships, and position our value to win against competitors.

You will navigate the end‑to‑end sales cycle, developing and executing a comprehensive Telco sales strategy across assigned accounts. Working collaboratively with the wider account team, you will identify whitespace, build a robust pipeline, and drive opportunities from initial discovery to successful closure.

You will engage credibly with senior Telco stakeholders—including CTOs, CIOs, and network leadership—to translate their business and technical challenges into compelling SUSE solutions. Rather than focusing solely on product features, you will lead consultative conversations centered on customer outcomes like operational efficiency, TCO reduction, faster deployment, and reduced vendor lock‑in.

To achieve this, you will rely on your deep understanding of:

• Emerging Trends: 5G, cloud‑native network functions (CNFs), Open RAN, edge computing, network modernization and AI‑native networks.
• The CSP Landscape:
  The critical roles of Linux, Kubernetes, container platforms, virtualization, and cloud infrastructure.

As a trusted internal advisor, you will enable account teams to confidently identify and qualify Telco opportunities, bringing your specialist expertise into customer engagements at exactly the right time. Beyond internal teams, you will develop strong relationships with strategic partners, network equipment providers, system integrators and cloud providers—to build partner‑led pipelines and position SUSE within broader Telco transformation initiatives.

Significant experience selling technology solutions into the Telecommunications / CSP industry. Mandatory technical proficiency in modern cloud technologies, including deep expertise in Linux, Kubernetes, and enterprise open‑source software. Proven track record in a specialist, overlay, or solution‑sales role, with experience developing and closing complex enterprise opportunities.

High degree of individual initiative; you are a self‑starter who thrives in an environment requiring independent drive, stepping away from heavily layered corporate structures.

Strong consultative selling, opportunity‑shaping, and executive presentation skills. Demonstrated ability to collaborate effectively with Account Executives and cross‑functional global teams.

Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger or similar frameworks.

Ideally, You Also Have:
Hands‑on experience with 5G, NFV/CNF, Open RAN, Telco Cloud, edge computing or…